Enterprise Account Manager, New York Metro

To accommodate our growth, we are seeking experienced Business to Business sales professionals to generate new and recurring revenues through the sales and marketing of MRI’s customizable applications. This is a great opportunity for dynamic, aggressive sales professionals that are driven to hunt for new business and have a proven track record for employing a consultative sales approach.  

As an MRI Enterprise Account Manager, you will be responsible for the following: 

• Retaining and increasing client spend with MRI, targeting whitespace opportunities, identifying and cost justifying solutions, negotiating and closing opportunities within an assigned territory. 

• Driving and managing the entire sales process - identifying client solutions, building and maintaining customer relationships, performing software demonstrations, negotiating and closing opportunities within an assigned territory. 

• Acting as an “industry expert”, consulting with clients to provide assistance with their unique, critical business issues and strategic initiatives.  

• Conducting software demonstrations and promoting MRI at industry conferences and trade shows.  

• Focus on the largest accounts and assigned “at risk” accounts to increase both account and ARR retention for the business. 

• Working with and mentoring the sales team to share ideas, knowledge, account management and new business development strategies. 

• Generating new business by leveraging existing relationships, prospecting, conducting market analysis, selling the company’s software and services offerings  

• Growing relationships broadly and at the executive level to aid in growing our client footprint and creating strong, referenceable clients.   

RESPONSIBILITIES: 

• Achieve/exceed assigned annual sales quota by growing revenue in assigned strategic account base.  

• Minimize client at-risk levels and maintain/increase client spend. 

• Maintain relationships with existing customers through consistent interaction, quarterly at a minimum. Escalate concerns and issues to Manager in a timely manner. 

• Identify and understand a client or prospect’s critical business needs and how they align with MRI's solutions and services.

• Deliver sales presentations to prospects, including product demonstrations. 

• Develop and implement strategic sales plans to proactively identify and sell new opportunities. 

• Manage the sales and contracting process, including but not limited to creating written price quotes, responding to information requests, delivering presentations and product demonstrations, and simple sales negotiations; escalate to Manager for additional support, as appropriate. 

• Work cross-functionally to ensure customer satisfaction in areas such as implementation, support, pricing, and invoicing. 

• Analyze and control expenditures to conform to budgetary requirements. 

• Design and recommend sales and marketing programs and set short and long-term sales strategies for targeted prospects. 

• Monitor and evaluates the activities and products of the competition. 

• Prepare and submit sales reports showing sales volume, potential sales, and areas of proposed opportunity, including prospects, for the region. 

• Represent company at trade association meetings to promote products, sit on panels, and act as an overall industry expert. 

• All other duties and responsibilities as assigned. 

REQUIREMENTS: 

• 7 or more years of strategic sales or related experience in the commercial, multifamily, or investment real estate industry. Ideal candidate would have experience managing a territory and/or client relationships in the real estate / property management industry, with at least 10 years of strong work experience.  

• Bachelor’s degree in business, marketing, or related discipline or equivalent training in business or sales management, and 7-10 years of sales experience.  

• Experience in selling software and/or knowledge of the Real Estate industry required as well as the ability to network within the industry. 

• Knowledge of products, software pricing practices, selling skills, personal computers and various software application skills is helpful.  

• Demonstrated track record in closing new business over a sustained period, exceeding sales targets with ability to demonstrate software to potential users.  

• Marketing orientation with the ability to develop strong marketing strategies to edge out the competition.  

• Excellent understanding of the end user business and issues or the ability to apply unrelated knowledge to the Real Estate Industry. 

• Ability to push past rejection to achieve results.  

• Demonstrated computer systems knowledge, including web technologies, CRM, employee self-service, a general understanding of larger business system applications. 

• Planning skills to determine and meet departmental objectives. 

• Verbal and written communication skills with the ability to build and deliver powerful presentations.  

• Excellent time management, communication skills, decision making, human relations, presentation, and organization skills.  

• Ability to operate in a very fast paced environment with multiple high-level priorities. 

• Must live in assigned territory and have the ability to work from a remote home office. Out-of-town travel required. Work is performed from a home office setting with minimal exposure to health or safety hazards; substantial time is spent working on a computer. 

• Professional appearance and presentation required.